Show notes
What does a go-to-market engineer actually do, and why is this role suddenly showing up everywhere?In this episode, we unpack one of the fastest-evolving roles in modern startups. Evan shares how he went from using ChatGPT as a college student and new BDR to helping build AI-powered systems inside one of the Triangle’s best-known software companies.The conversation covers how AI is changing outbound sales, why intent signals matter more than generic research, how tools like Clay, Cursor, Cloud Code, Lovable, n8n, and Supabase fit into a modern GTM stack, and why great go-to-market engineering is about making humans better, not replacing them.Highlights CoveredWhat a go-to-market engineer is and why the role is growing fastHow Evan turned experimentation as a BDR into a new AI-focused role at PendoWhy intent signals + research create stronger outbound outreach than either one aloneHow Pendo uses AI to make BDRs faster, more focused, and more effectiveThe difference between SDR inbound signals and BDR outbound signalsHow tools like Clay help enrich leads, personalize messages, and trigger outreach quicklyWhy the CRM still matters as the source of truth in an AI-heavy workflowHow Evan builds internal dashboards using Salesforce, Supabase, Lovable, n8n, and Cloud CodeWhy GTM engineering is likely to split into multiple specialties over timeHow AI can increase sales productivity without replacing the people doing the workIf you’re a founder, operator, or revenue leader trying to understand where AI fits into your go-to-market motion, this episode is a practical look at what that future already looks like inside a fast-moving North Carolina company.Timestamps:05:05 — Meet Evan Inscoe from Pendo08:05 — Evan’s background and discovering AI early10:28 — What a BDR actually does13:04 — How Evan created his own path into GTM engineering16:29 — What the go-to-market engineer role looked like at the start19:05 — Breaking down the BDR workflow21:40 — Where Pendo is today after nine months of GTM engineering23:00 — How Pendo uses Clay24:45 — What counts as an intent signal26:00 — Inbound vs outbound signals31:00 — Why CRM still matters35:20 — Measuring impact and efficiency gains36:00 — Building dashboards with Lovable, Supabase, and n8n42:35 — Tools Evan recommends most43:40 — Driving adoption across the team45:20 — Where GTM engineering is headed next48:00 — Why AI won’t replace BDRs48:45 — Evan’s next big projectWhere to Find Scot Wingo:LinkedIn: https://www.linkedin.com/in/thescotwingo/Tweener Times: https://www.tweenertimes.com/X: https://x.com/scotwingoWhere to Find Evan Inscoe:LinkedIn: https://www.linkedin.com/in/evaninscoe/--- This episode of Tweener Talks is hosted by Scot Wingo, presented and produced by NC Tweener Fund, with creative assets and design support from Walk West. We couldn’t share posts like this without our amazing sponsors: Platinum: NC IDEA: https://ncidea.orgGold Sponsors: - Balentine: https://www.balentine.com/triangle-entrepreneurs - EisnerAmpner: https://www.eisneramper.com - Robinson Bradshaw: https://www.robinsonbradshaw.com Silver Sponsors: - Automated Consulting Group: https://automated.co - Bank of America: https://business.bofa.com/en-us/content/technology-industry-group.html ------Triangle Tweener Talks is sponsored by:Atomic Object: https://atomicobject.com/
